Winning Your Ideal Clients

with Mark Wickersham

In a series originally recorded with Mark Wickersham, and shared here with his permission, Winning Your Ideal Clients picks up where the New Clients Now series leaves off and takes a deeper dive into the very specifics of proactively winning 'Grade A' clients for your firm. 

In each episode, Martin picks a topic in sequential order to mimic the 'process of sale' in reality. This series will show you what you must do at every stage to stand the best chance of winning the best client, with the highest fees, in the shortest time possible. 

What's Included?

  • 1

    Winning Your Ideal Clients

    • Welcome

    • 2. An Overview of the Selling Process

    • 3. First Impressions

    • 4. The Control Formula

    • 5. Breaking the Ice

    • 6. Key Questions

    • 7. Early Buying Signals

    • 8. Martin's Insights into Building the Value

    • 9. Martin's Insights into Pricing

    • 10. The Four Flavours of Objection

    • 11. Before You Answer an Objection

    • 12. The Big Faux Pas

    • 13. What Next?

Meet Martin Bissett

Founder of The Bissett Group

Martin Bissett is the founder of the Upward Spiral Partnership, the international consulting firm that specialises in enabling the accounting profession to win higher-end clients, create leaders from their ranks and save lives.

His professional purpose is to alert the accounting profession to the profound outcomes that their advisory expertise can create in the lives of their clients.

At the same time, he also alerts the accounting profession to the profound difficulties that can arise in the lives of their clients when they choose not to educate their clients about the impact that their advisory expertise can have.

The Upward Spiral Partnership is the 4th business Martin has played a key role in building and the first of his own. 

In the first 5 years of USP, Martin has: 

  • Been engaged/retained by 4 of the World's Top 10 Accounting associations and 6 of the Top 10 in the UK. 
  • Authored 9 books including Passport to Partnership, content from which has been adopted into the curriculum of AAT Level 3 courses, and taught in selected UK colleges and US CPA Societies.  
  • Been retained by Accountingweb as a judge of their prestigious practice excellence awards for three years in a row. 
  • Been highlighted as ‘one to watch’ in AccountingToday’s Top 100 Most Influential countdown for 2 years running. 
  • Spoken on 4 continents. 
  • Created several trademarked items of intellectual property including the ACCOUNTS™ system and ‘Martin’s Relationship Pricing™’ Model. 
  • Written for several professional publications including AccountingToday, AccountingWeb, CPA Practice Advisor and Chartered One. 
  • Sat on many international expert panels and guested on professional podcasts in the US, UK, and Australia. 
  • Sits on a parliamentary steering committee tasked with bringing advisory services to the fore in the accounting profession.


The outcome of Martin’s work is profitable new business for the practices he is engaged by, alongside the fine-tuning of teams of partners and emerging leaders who can develop new business by increasing their commercial awareness for themselves, without significant ongoing third party assistance. 

Previously, Martin served 10 years as a director (appointed at age 26) on the board of a marketing consultancy firm serving the accounting profession. There, he held the responsibility for the growth of the client base including six of the U.K.’s top 30 accountancy firms. 

He now coaches, mentors, speaks, trains and consults with accounting firms worldwide.

In total, he has worked with over 1800 firms of accountants and found it unnecessary to keep track of his contributions to the new business growth of those firms once it surpassed £500m collectively. 

Meet Mark Wickersham FCA

Chartered Accountant, public speaker and author

Mark Wickersham – Chartered Accountant, public speaker and #1 best-selling author – is known as one of the most sought after profit improvement expert in the accounting community.  He is famous for helping accounting firms double their profits in less than 18 months without having to work harder or do any uncomfortable marketing.

Mark is passionate about this great accounting profession.  He believes that we have the power to make a profound difference to the lives of our clients and in return, accountants should be very richly rewarded.  Unfortunately, the reality is very different; benchmarking studies show over half of the accounting firms are actually making a true economic loss.

Mark wants to CHANGE that.

He is passionate about the accounting profession and helping accountants to become much more profitable.  He believes every firm – including you – has the potential to double profits using the 7-step “Fastest Way To Double Your Profits” formula.

Mark is also a widely published author on practice issues. In May 2011 his book, “Effective Pricing for Accountants”, was a number 1 Amazon best-seller. He has also co-authored “Your Blueprint for a Better Tax Practice” and “Your Blueprint for a Better Accountancy Practice”, both of which have been widely acclaimed.

Start Winning Your Ideal Clients

...and gain new clients as early as next week.